Account Manager, U.S. Air Force

What You’ll Do

• Develop a deep understanding of PDW’s products, services, and partner ecosystem to align with DoW mission requirements.
• Identify customer capability gaps and propose solutions that leverage PDW’s hardware, software, and partner network.
• Build and maintain trusted relationships with US Air Force customers.
• Serve as the primary point of contact for DoW customers and end users.
• Manage a diverse portfolio of key accounts, driving demand and repeatable sales.
• Lead the sales process from exploration through negotiation and contract closure.
• Collaborate cross-functionally with marketing, engineering, product, and leadership to ensure tailored solutions are delivered.
• Represent PDW at DoW events, trade shows, and conferences to showcase capabilities and strengthen relationships.
• Monitor and assess DoW procurement mechanisms and acquisition strategies to guide customer success.
• Forecast opportunities for mission impact and company growth through proactive customer engagement.

Requirements

• 5–9 years of military leadership experience within U.S Air Force operations (combat, special operations, or UAS-related roles preferred).
• 2–4 years of sales, business development, or related experience in defense, aerospace, or national security.
• Strong understanding of DoW requirements, procurement, and contracting processes.
• Bachelor’s degree preferred (relevant military or technical experience may substitute).
• Demonstrated ability to meet/exceed sales and growth targets.
• Excellent communication, interpersonal, and negotiation skills.
• Highly organized with strong project management capabilities.
• Proficiency in Salesforce and Microsoft Office.
• Willingness to travel up to 50%, including international travel.
• Must have the ability to obtain and maintain a U.S. Security Clearance.

Preferred

• Demonstrated expertise in UAS technology or adjacent defense technology domains.
• Existing relationships across DoW acquisitions, procurement, or operational units.

Physical Requirements

• Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day.
• Ability to lift / carry up to 25 pounds.
• Manual dexterity to operate standard office equipment.
• Physically capable of traveling frequently, standing for long periods during events, and carrying marketing/demo materials.

Work Environment

• This position typically operates in a standard office setting and manufacturing environment.
• Work may involve exposure to trade show/conference environments, customer facilities, and outdoor test sites.
• The role requires use of standard office equipment and may involve extended periods of travel, including military bases and supplier locations.
• This position may have exposure to outdoor weather conditions, noise, and non-climate-controlled environments.
• This position may require the use of personal protective equipment (PPE) depending on the environment.
• This is a fast-paced work environment and requires cross departmental collaboration with independent and team-based responsibilities.
• Standard work hours for this position are Monday-Friday, with evening/weekend work required during events or peak operational needs.

Benefits

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.
• Safe Harbor 401(K) with company match.
• Paid Parental Leave.
• A work environment that encourages teamwork and innovation.
• On-site gym.
• Employer provided life insurance.
• Robust Employee Assistant Program (EAP).
• Competitive salary, generous paid time off (PTO), and flexible leave options.

EEO Statement

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.

[AS1] Should this be DoW? Same comment throughout doc - uncertain if we publish DoD or DoW.